Keep Clients Safe and Secure
Security issues are everywhere, creating plenty of opportunity for distributors to provide solutions.
Security is the buzzword these days, and the heightened concern can translate into increased opportunity for distributors willing to go beyond the usual.
"Security features are one of the fastest-growing aspects of the printing industry," said Doug Drendell, marketing director for ProDocumentSolutions, Paso Robles, Calif. He named the educational, medical and financial markets as having "tremendous" need for secure documents. For instance, ProDocumentSolutions has more than 25 foreign governments as customers for such things as checks, vital statistics records and school transcripts.
A new state law in California will require all new prescription pads to incorporate security features as of January 2005, he noted. Distributors will need to partner with a certified supplier. Prescriptions for Category 1 and 2 drugs must be written on the new secure pads, with all prescriptions eventually phased in.
Drivers licenses, voter registration cards, medical insurance cards, and concert and event tickets are all good potential markets.
Company founder George Phillips, who developed nearly all of ProDocumentSolutions' patented security features, has offered advice to the Homeland Security Council, Drendell noted. "Our core products are the same as what everyone else has," he said, "but the security features set them apart."
With practically daily headlines on some kind of corporate fraud, Drendell said that distributors should emphasize to customers that security features should be used on internal documents, as well as those publicly circulated. "The security features needed will depend on the usage—a payroll check would require more features than a gift certificate because more fingers touch the check," he counseled.
And, for those businesses reluctant to embrace or expand security for their documents, Drendell recommended obtaining testimony from peers who've suffered losses. "We set up seminars for the distributor and have industry end-users come in. Once one person says they've had a problem, people open up. By the end, the distributor is taking orders," he said.